Jun 27, 2019 | B2B, Lead Generation, Networking, Social Media
Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. Others screen every invitation; they write...
Jun 23, 2019 | Business Development, Lead Generation, Networking, Referral Sales
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23...
Jun 6, 2019 | B2B, Networking, Sales Training
Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University...
May 19, 2019 | Business Development, Networking, Referral Sales
Asking for referrals feels riskier than cold calling. “I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this...
